Commercial Sales Manager

7 months ago

Sydney, Australia Qualtrics Full time

The Qualtrics XM Platform is a system of action that helps businesses to attract customers who stay longer and buy more, to engage and empower employees to do the best work of their lives, to develop breakthrough products people love, and to build a brand people can’t imagine living without.

Joining Qualtrics means becoming part of a team bold enough to chase breakthrough experiences - like building a technology that will be a force for good. A team committed to diversity, equity, and inclusion because of a conviction that every voice holds value, with a vision for representation that matches the world around us and inclusion that far exceeds it. You could belong to a team whose values center on transparency, being all in, having customer obsession, acting as one team, and operating with scrappiness. All so you can do the best work of your career.

We believe every interaction is an opportunity. Are we yours?

**Why We Have This Role**:
Qualtrics is looking for a leader who can attract, develop, and motivate a high-performing team of SaaS sales professionals. The growth of the Sales team is in response to the increasing client demand for Qualtrics' solutions, necessitating strong leadership to guide the team and achieve company revenue growth through client success.

**How You’ll Find Success**:

- Collaboration with other functional areas within Qualtrics is necessary to ensure a holistic approach to sales deals.
- Experience leading through change in a fast-growing environment and an entrepreneurial approach to business leadership are valued.

**How You’ll Grow**:

- Expand on your leadership skills, abilities and experience.
- Continued in-depth knowledge of Qualtrics XM solution offerings.
- Enhance your sales and problem-solving skills.
- Learn how to manage challenges and identify solutions.

**Things You’ll Do**:

- Lead a growing team of Account Executives based in Sydney covering ANZ mid market commercial. The current team includes approx. 6 Mid Market Account Executives with varying degree of experience.
- Strong communication skills, listen first and speak second, aware of the message being transmitted, its delivery and its perception.
- Mentor, guide and support with legal, product presentations, working with multiple internal teams and forecasting.
- Interface and develop professional relationships with existing clients and prospects throughout organisational levels.
- Display a systemic approach to challenging contract negotiations/deals with multiple reps at a time.
- Continued in-depth knowledge of Qualtrics XM solution offerings.
- Have a real-time understanding of the competitive landscape to assist in determining win-based proposals and pricing.
- Develop and maintain positive relationships with other functional areas internally at Qualtrics, e.g. Professional Services, Implementation, Subject Matter Experts, etc to ensure a collaborative approach across all sales deals.
- Demonstrate experience successfully leading through change in a fast-growing environment.
- Entrepreneurial approach to effectively leading a business.

**What We’re Looking For On Your**:

- A strong background in SaaS technology sales is essential, with a track record of leading teams to exceptional results.
- A bachelor's degree is preferred.
- A minimum of 6-8 years of individual sales experience and at least 2 years of managing high-performing sales teams.
- Proven results in exceeding quarterly team quotas through skill development and team management.
- Prior exposure to complex contract negotiation is beneficial.

**What You Should Know About This Team**:

- The Sales team is described as highly driven, intelligent, organised, and dedicated. They work collaboratively to achieve and surpass quarterly and annual objectives.
- Work-life integration is emphasised, with office events, outings, and happy hours, fostering a positive work culture.
- The office design is focused on cultivating creativity and collaboration, with harbour views and an open workspace.
- The team is offered comprehensive perks and benefits, including health insurance, wellness allowances, Qualtrics Experience Bonus, and additional wellness days.

**Our Team’s Favourite Perks and Benefits**:

- Hybrid work - we’re returning back to office, however, we want to ensure our people are still feeling supported in doing their best work, wherever they are, when they want.
- Comprehensive compensation package with base, bonuses, long-term incentives and generous benefits.
- Frequent company and team events.
- Top-of-the-range private health insurance.
- Quarterly Wellness Benefit: spend it on activewear, the gym or sports fees - we want you to be your healthiest
- Annual 'Experience Bonus': As an Experience Management company, Qualtrics supports it's employees to have great experiences of their own with an annual bonus
- Catered lunches (in office) five days a week with a different cuisine to pick from every day
- We've got you covered

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